- mm start with that... this is Tom, i know where you live...do you want to buy insurance? - Message from Tj Shepherd, discovery what they want/willing to accept... disqual - for us to have a understanding of what could cause this sale to fall through and find out early if that is likely or not. ^my mental model - Message from Tj Shepherd, if we don't have what they want or will accept that is a disqaul too Today at 9:39 AM - Message from Rich Ryan, Just curious what you folks sell. I'm hearing a lot of financial services. Rich Ryan Today at 10:21 AM - Message from Tj Shepherd, the why they want it is what i really want to know - the yes to a want is just a reason to ask. - Message from Tj Shepherd, "increase the probabilty" if you think abuot what that implies has a opportunity to refraem it nuetrally to yourself there, i think - Message from Tj Shepherd, afraid to mess up the sale because the underlying belief is what you say is what makes them buy or not

Anyone familiar with the concept of "Jobs To be Done"? Basically posits that people "hire" products and services to help them get a job done. For instance, we "hire" life insurance to help us with the job of producing peace of mind. Or, we "hire" a CRM so that prospects don't fall through the cracks. I wonder if the JTBD framework would be useful in languaging an offer. Could the example in HPS: "We manufacture self-contained, four-color display packaging, which is shipped flat and is easy to assemple. Is that something you want for your product line?" Could the offer be made more effective if the "job" of display advertising was made more explicit? Is the job of the product to "simplify assembly", or to increase sales by attracting spontaneous buyers? A good book on JTBD is "Competing Against Luck" by Clayton Christensen. Many good insights for sales people.

When someone says no. Don't thank them for their time...offer, thanks for telling me the truth. Guess what...They will more than likely will remember you for that. It's part of having at least 3 offers available so when you do a follow up, they will probably take your call just for that reason alone. I'm speaking from experience. It sets you apart from all the noise!

You make dials over and over, just as a fisherman casts the line out over and over. Sometimes the fisherman gets a nibble; more often than not, they don’t. Sometimes they catch a fish. More often than not, they don’t. Experienced fishermen have realistic expectations. The prospector who thinks that every time he dials a number that the prospect is going to answer the phone. That’s an unrealistic expectations. Do you know what separates a successful fisherman from an unsuccessful fisherman? Experience and skill. That’s it.